Director Commercial - Canada

This role is the senior Commercial leader for Canada, accountable for the commercial performance of IHG hotels in the market and representing the function in front of hotels, owners and team members. It leads Commercial Sales and Revenue Management, partnering closely with the Marketing and Distribution teams to drive performance across hotels and channels, deliver outperformance in RGI, and surpass budgets. Works closely with the four pillar functional Directors to optimize opportunities through proactive planning and execution of tactical plans across the region, which ultimately stimulate demand, optimize revenue performance and generate market share for brands/hotels.  Drives the Regional Sales team to optimize total account management and next generation sales principals to ultimately increase delivery in sales channels across the region.

Your day to day 

• With accountability across the sales, marketing, revenue management and distribution and relationship marketing functions for on-property sales and marketing teams, this role works closely with the four regional AMER functional leaders to ensure implementation and delivery of top-line revenue initiatives, best practices to hotels and deliver on channel performance and outperformance in RGI. 
• Acts as the senior Commercial leader for Canada, representing IHG’s commercial strategy in front of hotel owners, General Managers and team members, and building the trusted relationships needed to drive performance and protect owner returns across the market.
• Champions the adoption of AI, automation and advanced analytics across sales, marketing, distribution and revenue management to sharpen forecasting, personalize guest and owner engagement, and unlock incremental RGI and commercial efficiency.
• Sets the strategic direction for the Regional Sales team and ensures their annual sales targets are met or exceeded through the driving of the next generation sales principals and total account management delivery. 
• Provides commercial direction to Area / Directors of Sales and Marketing in the development of effective sales and marketing strategies and plans to ensure rate and occupancy objectives are achieved.  Keeps abreast of best practices in the region and tailors activities to specific areas/countries
• Works with Regional and Area General Managers, General Managers and Area / Directors of Sales & Marketing to review business projections and develop commercial tactical initiatives which support annual area revenue goals and returns to owners, shareholders and franchisees for new and existing hotels
• Is the brand custodian in the region and is responsible for the representation of all brands in collateral, advertising, promotions and displays.  Must ensure that all brand standards and values are maintained at all times, by all stakeholders; Sales & Marketing; the hotels and Franchisees
• Manages the development and pipeline of talent of the on property sales and marketing teams and above property sales teams through the utilization of their individual strengths and abilities and by supporting their ongoing development and career goals
• Is accountable for the on-property delivery of all systems and channel delivery, and works closely with the Director, Marketing Management and Director Hotel and Guest Marketing to ensure objectives and targets are exceeded.   

What we need from you

• Bachelor degree or equivalent International degree in Marketing, Business or Commerce; MBA is desirable; Has attended marketing focused workshops facilitated by industry/tertiary providers
• Experience in Sales, Hotel and Brands at a regional level, in a multi-unit management role
• Experience with multi-brand entity
• Geographical/international experience
• Has experience participating in an industry task force
• International strategic marketing experience
• Demonstrate a strong affinity with technology, data and AI-enabled commercial tools
• Establishes goals and objectives and sets performance targets; Ability to manage multiple tasks
• Deliver presentations with impact; Partnership driven; Thinks globally
• Appreciation of hotel and distribution systems
• Ability to analyze, interpret and extract trends from data; Display an understanding of the markets
• A strong leader, who can articulate a vision and translate it to reality
• Creates work environment that:
  • Energize, motivate and support employees
  • Foster a climate of open communication, trust and respect
  • Encourages team behavior
• Direct reports: 3

Travel – up to 50%

Location – Remote:  Candidate must reside Canada within proximity to a major airport

The salary range for this role is $130,000.00 to $165,000.00 CAD.  This role is also eligible for bonus pay (as applicable). We offer a comprehensive package of benefits including paid time off, medical/dental/vision insurance, and other benefits to employees.  

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